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In this powerful episode of "The Selling Podcast," Mike and Scott dive deep into the critical role of mental toughness in achieving sales success. We're thrilled to welcome two exceptional guests: Mike Crotta, a former professional baseball player with the Pittsburgh Pirates, and Geoff Miller, the acclaimed author of "Intangibles," a book that breaks down the mental game in baseball and beyond. Together, we draw direct parallels between the mental fortitude required in professional sports and the resilience needed to thrive in the demanding world of sales.

Mike shares his firsthand experiences navigating the pressures of professional baseball, highlighting the mental strategies he employed to stay focused, overcome setbacks, and maintain a winning mindset. Geoff, drawing from his expertise in the "intangibles" of athletic performance, unpacks key mental skills such as focus, composure, and the ability to bounce back from adversity.

We then bridge these insights directly to the sales arena, exploring how sales professionals can cultivate similar mental toughness to:

1. Handle Rejection: Learn techniques to view rejection as a learning opportunity rather than a personal failure, building resilience and preventing discouragement.
2. Maintain Focus: Discover strategies to stay present and laser-focused on the task at hand, especially amidst distractions and long sales cycles.
3. Manage Pressure: Understand how to perform effectively under pressure, whether it's facing a tight deadline or a high-stakes negotiation.
4. Build Confidence: Explore methods for cultivating unwavering self-belief and maintaining a positive attitude, even during challenging periods.
5. Stay Persistent: Learn how to develop the mental stamina to consistently follow up and persevere in the face of obstacles.

Mike and Geoff provide actionable strategies and real-world examples, drawing from their experiences in high-pressure environments, to equip sales professionals with the mental tools needed to stay in the game, overcome challenges, and ultimately achieve peak performance. This episode is a masterclass in developing the mental edge that separates good salespeople from the truly great.

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Scott Schlofman
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